Do you ever get a queasy feeling when you have to talk to patients about how much their dental care is going to cost? What is that threshold number when that feeling starts? Is it $500, $1000, $10,000 or more?
Money can be awkward to talk about.
I was reminded of this last month while applying for health insurance under the Affordable Care Act. One of my closest friends who I have shared the ups and downs of my life with, was helping me with the application. When she asked for my yearly income, she did it in a tactful way, did not look me in the eye, said it was only needed to see if I would be eligible for a subsidy and I froze. Do I tell her the truth, will she think it is too little, that I am not successful, will she think it is too much for what I do. And I was thinking why is this happening to me………
Even though we believe in the treatment for the patient, we know it will change their lives, we still get uncomfortable. Why is that and how can we overcome it?
The money piece gets easier to deliver when the patient understands the WHY they need it done and they want it done. Simon Sinek says, people don’t buy what you do or how you do it they buy WHY you do what you do. How well do we communicate the our WHY and find out the patient’s WHY.